• Contribute to the development and implementation of a comprehensive institutional sales strategy to achieve the firm’s growth objectives. • Identify and pursue new business opportunities with institutional investors, including pension funds, endowments, foundations, insurance companies, retirement plans, sovereign wealth funds and family offices. • Build and maintain strong relationships with key decision makers and stakeholders within the institutional investment community. • Work closely with the Head of Institutional & Strategic Initiatives and senior leadership to develop annual sales strategies focused on growing and meeting key objectives within the channel. • Prepare and deliver compelling sales presentations, proposals, and RFP responses. • Collaborate with the investment, marketing, and product development teams to ensure alignment of sales strategies with overall business goals. • Monitor industry trends, competitor activities, and regulatory changes to inform strategy and maintain a competitive edge. • Represent the firm at industry conferences, events, and meetings to enhance brand visibility and network with key intermediaries and potential clients. • Track and report on sales performance metrics, providing regular updates to the Head of Institutional & Strategic Initiatives and senior management. • Perform other job duties assigned as necessary.

• Responsible for driving revenue growth and strategic market penetration across an assigned territory. • Selling fire, rescue and EMS equipment, services, training, and integrated life-safety solutions. • Blend strategic account management, business development, and technical solution selling. • Utilize CRM tools, research potential customers, deliver briefs, and build relationships with military customers. • Monitor and report on market and competitor activities.

• Support the estimating team by assisting in the preparation of project bids and proposals • Reach out to vendors to obtain project-specific pricing, quotes, and lead times • Enter labor rates and cost data specific to project location and scope • Compile and prepare professional proposals based on gathered information • Maintain and build strong relationships with vendors and suppliers • Develop and maintain product knowledge to support accurate estimating • Track and organize pricing information, quotes, and documentation • Assist with follow-ups and revisions as needed during the bidding process • Ensure accuracy, consistency, and timeliness of all bid-related information

• Provide leadership, direction, and performance management for Regional Sales leaders across multiple territories. • Oversee regional planning, territory assignments, pipeline management, and forecasting to meet assigned revenue and growth targets. • Ensure adoption and consistent execution of approved sales methodologies, CRM standards, reporting, and sales governance processes. • Collaborate with cross-functional partners to support solution positioning, scoping, pricing, and handoff activities for new clients. • Monitor regional market activity, competitive dynamics, and trends to inform commercial strategy and territory adjustments. • Support development and coaching of regional leaders to improve sales effectiveness, opportunity quality, and close rates. • Coordinate with Marketing, Sales Operations, and Product teams to align regional GTM initiatives and lead-generation activities. • Represent regional performance and risks in national sales reviews, forecast calls, and strategic planning discussions.